Sales Management and Coaching

Turn your salespeople into a dynamic and self motivated team

Sales Management and Coaching: master the four levers of sales growth. Enable, innovate, manage and coach, to define strategy and lead your team to exceed every expectation.

The sales management and coaching programme is designed for sales leaders who want to turn their salespeople into a dynamic and self motivated team of high performing individuals.

The role of the sales manager has changed significantly in recent years. Modern leaders must be far more involved in actively ensuring growth rather than just overseeing daily tasks.

Master the four levers of sales growth. Define your strategy, build the right environment, and coach your people to exceed every target.

Why choose Sales Management and Coaching?

Enable and Strategy

Build a results based territory plan and create a high performance climate within your organisation.

Innovate and Solve

Find creative ways to solve deal problems and stand out from the competition.

Manage the Process

Shift from managing just people to managing the process. This includes pipelines, forecasts and mutual goals.

Coach for Excellence

Move from manager to “Connector” by using coaching to drive long lasting behavioural change and peer to peer excellence.

Global Expertise

Benefit from a programme trusted by brands such as Microsoft and Oracle.

What you will learn

Section 1: Enable

Section 2: Innovate

Section 3: Manage

Operational Success:
Identify your management style and adopt the characteristics of a "Connector" manager.
Performance Management:
Set targets using OKRs and build a sales playbook to empower your team.
Corrective Action:
Learn to deal with issues and work with underperformers via a 30 day success acceleration programme.

Section 4: Coach

The Shift:
Make the transition from manager to coach by assessing needs and preparing for successful sessions.
Coaching Skills:
Master active listening, build trust and rapport, and use Peltier’s working for change model.
Drive Results:
Coach the sales process and capabilities to ensure continuous performance improvement.

The four levers of growth

At the core of our sales management and coaching methodology are four levers that every modern sales leader must master:

Enable

Build the foundation for success through clear strategy and messaging.

Innovate

Unlock the pipeline by finding creative ways to advance every deal.

Manage

Optimise responsibilities and manage the sales forecast with precision.

Coach

Develop your people into self reliant stars through consistent, high impact coaching.

Who should attend

The sales management and coaching programme is ideal for sales managers who want to develop their team into a selling machine. Business development managers, and anyone seeking a structured, authentic approach to sales management and coaching, from prospecting to closing and beyond

Why Trust The Sales Institute?

The Sales Institute has spent over 25 years perfecting sales performance for the world’s leading brands.

Subject Matter Expertise: Led by Tim Keys (known as “The Professor”), who has over two decades of experience training elite teams at Microsoft, Oracle, Dimension Data, and FNB.
Proven Results: Our students report higher customer appointment rates and a significantly greater sense of control over their sales process.
Authoritative Training: Unlike generic sales tips, our framework is based on scientific research and the “Teach, Tailor, and Take Control” methodology used by top-tier global sales organizations.

Our sales management and coaching programme has been trusted by global brands for over two decades.

What our clients say about us

"The course was insightful, helped me understand my clients better. In future I will focus more on doing research into the company and solving problems instead of just offering products."

"It changed my entire perspective about sales. I had made it about me, how I'm going to get those sales or that information from the customer but now I know it's about my customer. Their problem/challenge, the experience and solution I give them and most importantly the partnership."

"As I am very new to sales, it helped me understand the importance of certain skills required to be successful in the field as well as the correct language to use. It made an impact on my life, not only regarding sales, but in my everyday life when making critical and tough decisions."